Techniques for Obtaining Relevant Information (Formulation, Language, Questions)

Motivating the Customer to Talk

You should be aware that one of the main purposes of the coaching session is to elicit important and relevant information from the coachee.

This information is the raw material you will work with to facilitate their process of discovery and change.

Therefore, it is essential to motivate the client to speak openly and extensively.

Simple monosyllabic or evasive responses severely limit the depth and effectiveness of the coaching.

To encourage this openness and elicit the necessary information, it is important to pay attention to how we phrase our interventions, the language we use and the type of questions we ask.

Positive wording

A key technique is to use positive wording in your questions and interventions. It is preferable to phrase questions positively rather than negatively.

For example, instead of saying "I don't want you to talk to me about this now, but about...", it is more effective to say "I would like you to talk to me about...".

Negative phrasing can foster suspicion and distrust in the customer, creating unnecessary barriers to communication.

Focusing on what you do want to explore, rather than what you don't, creates a more constructive and open environment.

Appropriate and Contextualized Language

The language you use must be appropriate to both the objective of the session and, fundamentally, to the coachee.

You should be aware that differences in culture, age, gender, etc., can influence the meaning given to words, as well as the context in which they are presented.

Therefore, it is important that you adapt your language to the specific characteristics of the client, using a vocabulary and style that is understandable, comfortable and respectful.

Using unnecessary technical jargon or language that is too distant can make it difficult to connect and understand.

Clarity and Focus: Unique Questions

To obtain clear information and avoid confusion, your questions should refer to single concepts and ideas. This means, for example, not asking more than one question at a time.

Asking several questions in a row may overwhelm the client or cause him to answer only one of them. It is also not advisable to refer to several different ideas in the same question.

Each question should be clear, concise and focused on a single aspect to be explored. This makes it easier for the client to process the question properly and provide a more focused and relevant response.

Relevance of Personal Questions

Finally, although coaching often involves exploring personal aspects, it is critical to maintain relevance.

Don't ask personal questions that are not directly related to the purpose of the session or the topic at hand.

Probing into intima